Director, Sales Operations

Other Jobs To Apply

No other job posts for this day.

<p> </p><p style="line-height: normal; margin: 0in; font-size: 11pt; font-family: Arial, sans-serif;"><strong><span style="font-family: Helvetica;">About Us</span></strong></p> <p style="line-height: normal; margin: 0in; font-size: 11pt; font-family: Arial, sans-serif;"><span style="font-family: Helvetica;">Hawthorne Health is a leading community site network and home research visit solution provider, with 20+ sites and more than 2,000 research experienced healthcare professionals across the U.S. Hawthorne leverages convenient, trusted, healthcare locations, identified patient data, and intelligent technology to accelerate patient access, improve retention, and reduce study costs. By embedding high-quality research within local communities, Hawthorne makes clinical trials more accessible and convenient for patients. Our community-based model shortens timelines and helps bring better treatments to market, faster.</span></p> <p style="line-height: normal; margin: 0in; font-size: 11pt; font-family: Arial, sans-serif;"><strong><span style="font-family: Helvetica;"> </span></strong></p> <p style="line-height: normal; margin: 0in; font-size: 11pt; font-family: Arial, sans-serif;"><strong><span style="font-family: Helvetica;">About the Role</span></strong></p> <p style="line-height: normal; margin: 0in; font-size: 11pt; font-family: Arial, sans-serif;"><span style="font-family: Helvetica;">The Director of Sales Operations will be a key leader in advancing the pricing strategy for our clinical trial services, while also playing an essential role in the proposal and contract development process. </span><span style="font-family: Helvetica;">This individual will evaluate incoming study opportunities, match trials to the right investigators, forecast enrollment potential, and help drive business development success. </span><span style="font-family: Helvetica;">This individual will also lead the pricing efforts with clear direction, ensuring alignment with customer needs and company objectives, and supporting our sales team to drive revenue growth and customer success.</span></p> <p style="line-height: normal; margin: 0in; font-size: 11pt; font-family: Arial, sans-serif;"> </p> <p style="line-height: normal; margin: 0in; font-size: 11pt; font-family: Arial, sans-serif;"><span style="font-family: Helvetica;">As a seasoned professional, this person will be instrumental in developing competitive, data-driven pricing models, conducting in-depth market analysis, and providing expert pricing guidance to the sales team. They will work closely with cross-functional teams, including sales, operations, legal, and finance, to optimize our pricing strategies and maximize profitability.</span></p> <p style="line-height: normal; margin: 0in; font-size: 11pt; font-family: Arial, sans-serif;"> </p> <p style="line-height: normal; margin: 0in; font-size: 11pt; font-family: Arial, sans-serif;"><span style="font-family: Helvetica;">This role is critical in supporting both our core business with existing enterprise clients and helping to expand our footprint with new customers. The ideal candidate will have a proven track record of success in pricing, proposals, and contract management, and will be passionate about enhancing the customer experience.</span></p> <p style="line-height: normal; margin: 0in; font-size: 11pt; font-family: Arial, sans-serif;"> </p> <p style="line-height: normal; margin: 0in; font-size: 11pt; font-family: Arial, sans-serif;"><span style="font-family: Helvetica;">This person will be a central figure in the commercial team, driving strategic pricing initiatives and delivering high-quality proposals and contracts that support our business goals.</span></p> <p></p> <p></p><p><br></p><b>Key Responsibilities</b><div> <p style="line-height: normal; margin: 0in; font-size: 11pt; font-family: Arial, sans-serif;"><span style="font-family: Helvetica;">Pricing Strategy & Management </span></p> <ul type="disc" style="margin-top: 0in; margin-bottom: 0in;"> <li style="line-height: normal; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 11pt; font-family: Arial, sans-serif;"><span style="font-family: Helvetica;">Lead Pricing Strategy: Own the development and execution of the company’s pricing strategy for mobile clinical trial services, ensuring it aligns with business objectives, competitive positioning, and market trends.</span></li> <li style="line-height: normal; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 11pt; font-family: Arial, sans-serif;"><span style="font-family: Helvetica;">Market Research & Competitive Analysis: Conduct in-depth market research and competitive analysis to understand pricing trends and client expectations, using this information to drive pricing decisions and refine pricing models.</span></li> <li style="line-height: normal; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 11pt; font-family: Arial, sans-serif;"><span style="font-family: Helvetica;">Financial Modeling & Analysis: Build and maintain detailed financial models to evaluate pricing scenarios, forecast profitability, and assess pricing strategies’ impact on revenue and margins.</span></li> <li style="line-height: normal; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 11pt; font-family: Arial, sans-serif;"><span style="font-family: Helvetica;">Pricing Process Ownership: Oversee the end-to-end pricing process, from initial proposal creation to final pricing approval, ensuring consistency, accuracy, and alignment across all pricing proposals.</span></li> <li style="line-height: normal; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 11pt; font-family: Arial, sans-serif;"><span style="font-family: Helvetica;">Collaborative Cross-Functional Work: Partner with sales, operations, finance, and senior leadership to ensure pricing aligns with customer needs, internal cost structures, and strategic goals.</span></li> <li style="line-height: normal; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 11pt; font-family: Arial, sans-serif;"><span style="font-family: Helvetica;">Revenue Optimization: Work with the sales team to identify opportunities for margin improvement, including optimizing discounting strategies and exploring new revenue models.</span></li> <li style="line-height: normal; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 11pt; font-family: Arial, sans-serif;"><span style="font-family: Helvetica;">Pricing Tool Development: Develop and implement pricing tools and systems to streamline and automate pricing processes, ensuring efficiency and scalability.</span></li> <li style="line-height: normal; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 11pt; font-family: Arial, sans-serif;"><span style="font-family: Helvetica;">Compliance & Documentation: Ensure pricing models and proposals comply with internal policies, legal requirements, and contractual agreements.</span></li> <li style="line-height: normal; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 11pt; font-family: Arial, sans-serif;"><span style="font-family: Helvetica;">Reporting & Metrics: Monitor and report on key pricing metrics, including win rates, pricing performance, and competitive positioning, and provide regular updates to senior leadership.</span></li> </ul> <p style="line-height: normal; margin: 0in; font-size: 11pt; font-family: Arial, sans-serif;"> </p> <p style="line-height: normal; margin: 0in; font-size: 11pt; font-family: Arial, sans-serif;"><span style="font-family: Helvetica;">Proposals & Contracts Support </span></p> <ul type="disc" style="margin-top: 0in; margin-bottom: 0in;"> <li style="line-height: normal; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 11pt; font-family: Arial, sans-serif;"><span style="font-family: Helvetica;">Proposal Development & Review: Collaborate with the sales team to develop pricing and financial components of client proposals, ensuring alignment with overall pricing strategy.</span></li> <li style="line-height: normal; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 11pt; font-family: Arial, sans-serif;"><span style="font-family: Helvetica;">Bid Support & Presentations: Participate in bid defense meetings and customer discussions to support the sales team with expert site and pricing insights and strategies.</span></li> </ul> <ul style="margin-bottom: 0in; margin-top: 0px;"> <li style="line-height: normal; margin: 0in 0in 0in 0px; font-size: 11pt; font-family: Arial, sans-serif;"><span style="font-family: Helvetica;">Lead study feasibility assessments across our network based on protocol requirements, site capabilities, and patient access.</span></li> <li style="line-height: normal; margin: 0in 0in 0in 0px; font-size: 11pt; font-family: Arial, sans-serif;"><span style="font-family: Helvetica;">Develop patient recruitment forecasts and enrollment strategies for sponsor proposals.</span></li> <li style="line-height: normal; margin: 0in 0in 0in 0px; font-size: 11pt; font-family: Arial, sans-serif;"><span style="font-family: Helvetica;">Maintain a network-wide database of site profiles, investigator expertise, and therapeutic capabilities.</span></li> <li style="line-height: normal; margin: 0in 0in 0in 0px; font-size: 11pt; font-family: Arial, sans-serif;"><span style="font-family: Helvetica;">Collaborate with sites and investigators to assess fit for new protocols and gather real-world operational insights.</span></li> <li style="line-height: normal; margin: 0in 0in 0in 0px; font-size: 11pt; font-family: Arial, sans-serif;"><span style="font-family: Helvetica;">Support completion of sponsor/CRO feasibility questionnaires and RFIs.</span></li> </ul> <span style="font-size: 11.0pt; line-height: 115%; font-family: Helvetica;">Track feasibility outcomes and KPIs to improve processes and win rates</span></div><p><br></p><b>Qualifications</b><div> <ul type="disc" style="margin-top: 0in; margin-bottom: 0in;"> <li style="line-height: normal; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 11pt; font-family: Arial, sans-serif;"><span style="font-family: Helvetica;">Education: Bachelor’s degree in Business, Finance, Life Sciences, or a related field; MBA or relevant advanced degree preferred.</span></li> <li style="line-height: normal; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 11pt; font-family: Arial, sans-serif;"><span style="font-family: Helvetica;">Experience:</span></li> <ul type="circle" style="margin-top: 0in; margin-bottom: 0in;"> <li style="line-height: normal; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 11pt; font-family: Arial, sans-serif;"><span style="font-family: Helvetica;">5-7 years of experience in pricing, financial modeling, or strategic analysis, ideally in clinical trials, healthcare services, or life sciences.</span></li> <li style="line-height: normal; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 11pt; font-family: Arial, sans-serif;"><span style="font-family: Helvetica;">3+ years of experience in proposal and contract management, including pricing components, ideally within the CRO (Contract Research Organization) or health tech industries.</span></li> <li style="line-height: normal; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 11pt; font-family: Arial, sans-serif;"><span style="font-family: Helvetica;">Proven track record of leading pricing strategy development, financial modeling, and proposals/contracts processes in complex service-based businesses.</span></li> <li style="line-height: normal; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 11pt; font-family: Arial, sans-serif;"><span style="font-family: Helvetica;">Experience working with both enterprise clients and new business proposals in a highly competitive environment.</span></li> </ul> <li style="line-height: normal; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 11pt; font-family: Arial, sans-serif;"><span style="font-family: Helvetica;">Skills:</span></li> <ul type="circle" style="margin-top: 0in; margin-bottom: 0in;"> <li style="line-height: normal; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 11pt; font-family: Arial, sans-serif;"><span style="font-family: Helvetica;">Advanced proficiency in pricing software tools (e.g., CPQ systems, Excel), financial modeling, and pricing analysis.</span></li> <li style="line-height: normal; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 11pt; font-family: Arial, sans-serif;"><span style="font-family: Helvetica;">Strong analytical skills with the ability to translate data into actionable pricing insights and recommendations.</span></li> <li style="line-height: normal; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 11pt; font-family: Arial, sans-serif;"><span style="font-family: Helvetica;">Expertise in the proposal and contract development lifecycle, with the ability to interpret and complete feasibility questionnaires.</span></li> <li style="line-height: normal; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 11pt; font-family: Arial, sans-serif;"><span style="font-family: Helvetica;">Exceptional verbal and written communication skills, with the ability to present complex pricing models and contract details to senior leadership and clients.</span></li> <li style="line-height: normal; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 11pt; font-family: Arial, sans-serif;"><span style="font-family: Helvetica;">Ability to work independently, manage multiple priorities, and collaborate effectively across departments.</span></li> <li style="line-height: normal; margin-top: 0in; margin-right: 0in; margin-bottom: 0in; font-size: 11pt; font-family: Arial, sans-serif;"><span style="font-family: Helvetica;">Strong organizational skills and high attention to detail.</span></li> </ul> </ul> </div><p><br></p><p></p> <div>$140,000 - $155,000 a year</div><small><div>Remote role with EST timezone preference.</div> <div>Up to 10% travel.</div></small>

Back to blog

Common Interview Questions And Answers

1. HOW DO YOU PLAN YOUR DAY?

This is what this question poses: When do you focus and start working seriously? What are the hours you work optimally? Are you a night owl? A morning bird? Remote teams can be made up of people working on different shifts and around the world, so you won't necessarily be stuck in the 9-5 schedule if it's not for you...

2. HOW DO YOU USE THE DIFFERENT COMMUNICATION TOOLS IN DIFFERENT SITUATIONS?

When you're working on a remote team, there's no way to chat in the hallway between meetings or catch up on the latest project during an office carpool. Therefore, virtual communication will be absolutely essential to get your work done...

3. WHAT IS "WORKING REMOTE" REALLY FOR YOU?

Many people want to work remotely because of the flexibility it allows. You can work anywhere and at any time of the day...

4. WHAT DO YOU NEED IN YOUR PHYSICAL WORKSPACE TO SUCCEED IN YOUR WORK?

With this question, companies are looking to see what equipment they may need to provide you with and to verify how aware you are of what remote working could mean for you physically and logistically...

5. HOW DO YOU PROCESS INFORMATION?

Several years ago, I was working in a team to plan a big event. My supervisor made us all work as a team before the big day. One of our activities has been to find out how each of us processes information...

6. HOW DO YOU MANAGE THE CALENDAR AND THE PROGRAM? WHICH APPLICATIONS / SYSTEM DO YOU USE?

Or you may receive even more specific questions, such as: What's on your calendar? Do you plan blocks of time to do certain types of work? Do you have an open calendar that everyone can see?...

7. HOW DO YOU ORGANIZE FILES, LINKS, AND TABS ON YOUR COMPUTER?

Just like your schedule, how you track files and other information is very important. After all, everything is digital!...

8. HOW TO PRIORITIZE WORK?

The day I watched Marie Forleo's film separating the important from the urgent, my life changed. Not all remote jobs start fast, but most of them are...

9. HOW DO YOU PREPARE FOR A MEETING AND PREPARE A MEETING? WHAT DO YOU SEE HAPPENING DURING THE MEETING?

Just as communication is essential when working remotely, so is organization. Because you won't have those opportunities in the elevator or a casual conversation in the lunchroom, you should take advantage of the little time you have in a video or phone conference...

10. HOW DO YOU USE TECHNOLOGY ON A DAILY BASIS, IN YOUR WORK AND FOR YOUR PLEASURE?

This is a great question because it shows your comfort level with technology, which is very important for a remote worker because you will be working with technology over time...